The evening world. Newspaper, December 17, 1918, Page 20

Be ESTABLISHED RY JOSEPH PULITZER, Daily Except Sundiy by the Press Publishing Company, Nos. 6: | Breept Suns Park Row, New York, whos RALPH PULITZBR, President, 63 Park Now. JA S SHAW, Tree. 63 Park Ro JOSE! PULITZE dr MEMBER OF THY ASSOCTATED PR’ dated Prem fe axrinsively entitied tn te Aer ce ton others credited tm Ua paper of THE PRICE OF BUTTER. IGHTY and ninety cents a pound is what New York hous Consumers have wives have to pay for butter t been told they had better be prepared to sce butter retailing ~ at $1 per pound. | J Yesterday it became known that a big butter-making concern, t se days. Beatrice Creamery Company of Chicago, had announced # epecial * dividend of 31-2 per cent. on its common stock, while at the same dime its distributing subsidiary, the Vox River Butter Company. @eclared an extra dividend of 10 per cent. for its common stock hold ems. The parent company is understood to control a considerable | | portion of New York's butter supply. | A In the face of related facts like these, can any public be bam- “Woorled into accepting the amazing increase in the retail price of | § Detter as part of an inevitable economic rise of prices during and | after war? | + alk of propaganda! Why has nobody called attention to the | Prone arr aer ETF H Kage amount of propaganda devoted to preparing consumers for! - wmlimited boosting of the prices of necessities above and beyond | { _ actaal economic rise? i ® Does @ purely economic advance in the price of # commodity ; » carry extra profits and special dividends for those concerned in its i "(Production and distribution? | ‘ Butter is not the only article of common need concerning which | ' ) the above demand should have been long since insistently reiterated. t The luckless consumer is now charged $15 for a pair of shoes that used to cost $6, and the polite salesman is instructed to suggest to him gently that next time they will probably cost $20. Millions of people will testify that for months past this bas been their experience in buying most of the things they need. | Always the i crease of price since previous purchascs, always the » preparation of their minds for higher prices still to come. There can be no question but that this sort of thing has tended, to!produce throughout the country a psychological acceptance of the | id inevitableness of soaring prices—a mental state in the highest degree | favorable to the plans and policies of those who see in it sure guar-| antee of extra dividends, But are high prices reached in this way to pass for strict evonomie | consequences of war, to be reckoned as such whenever they turn up| ~ ig problems of reconstruction ? | Not if counted on solution for ¢ capacity for clear seeing and straight thinking can be! in those whose business it becomes to state and seek | cea eas ¥ DOWNY. . g those problems, | Ho Ww G ie e Aa t Wa rs Tuesday, December 17, 1918 The Baby Beater How to Be A Better Salesman And Earn Bigger Pay By Roy Griffith | The Lucning World's Authority on Succecss/ul Salesmanship. Cop tient, 1018, by The M'ress Wublisming Co, (The New York brwaing World.) The Evening World is presenting this serics of articles to its sates. men and saleswomen readers to help them tnerease their 1919 incomes and sales records. Roy Grifith, the author of these articles, ts a sales expert who thoroughly knows his subdjeci He has been a successful salesman and sales manager and is a keen student of salesmanship, Through his articles in Western newspapers he has talked to thousands Of salcemen and has helped a great many of them to better theriselves and find success in their chosen profession. Mr. Grimth will answer through The Evening World questions pertaining to salesmanship, which should be addressed to him in care of this newspaper. NO. 2.-THE ROMANCE OF MERCHANDISE. T has been several years now since the day I went into a clothing store ] in Indianapolis to buy a couple of collars, That was in the good old days when collars were two for a quarter. After making my pur- chase I stopped a moment to look at some neckwear displayed on the show-case. I was not particularly interested in neckwear at that mo- ment. I looked them over more out of curiosity than for any other reason. ‘The salesman then began to talk to me about neckwe Seeing that my interest was only | casual, be didn’t make any strenu- ous effort to make an immediate vale, Instead, he began to tell me all about how the silks were woven, how the dyes were prepared, how the patterns were produced by tho in- terlacing of particular woof threads with other warp threads; in fact, he told me almost the entire process of manufacture — briefly and interest- ingly. a Without saying a word about “won. | Purehs dorful values," he somehow made me| Ths !s feel that these were truly marvellous)? Success examples of the art of neckwear mak- ton. wis ing. I bought two of the ties—and felt a} 7°" Y sneaking sensation of having cheated abe cogpal ey your aed the store because I had secured such man Bank TIGR OE ANG HRETTERE superfine merchandise at such a reag- |} 007 Ort Mine nous, rouline= aaiirard Tacit will romain in my|lke? Wouldn't you ike your goods mind probably as long as I live, be- |t® have all the romanc und fascina- with all due respect to retaii | Uon to you of a modern novel people, such occurrences have |W!!! have that sort of fascination eon distinctly unusual in my life,|for you 1f you will just study them | Just ao @ little tip to you who sell, |4 little deeper; go into their history Jet me remind you that the salesman’s | 4nd manufact You can get this Knowledge of his goods causéd me} information for yoursalves out of to make w purchase wirich I had not |the various books on the subjest or contemplated makitg—and {t 1s the /ut of the encyclopedia, The stacy \SWfn who doce his work a little|Will repay you many fold. | aifrerently and a little better than the| Study thoroughly the history of ai- Jother fellow who picks the plums|most any article of merchandise and from the tree of Success. you will be brought in touch with Knowing all about your goods, not|the history of the wholo civilized only from the standpoint of the sell-| world. Education js based largety ing value, but also the history and jon 4 know edge of history, Eyenifa process of manufacture of them, is|@ thorough knowledge of your goods jan extremely valuable assct to a sales |never helped you to sell a nick.i's person. Yow will not have occasion| worth more goods, it would still te }to impart your knowledge to every |worth while single customer, but you will be pos-| Study such as is recommended in sesved of a powerful aid in attracting | this article will increase your sales |uttention and arousing interest in the | {t will broaden and educate you, and goods you are selling, And without |it is intensely interesting besides. the “rospective customer's attention| To-morrow—An important article and .aterest, you cannot make sales. | on “The Avenues of Approach,” The world of to-day seems to be organized on a basis of hurry, rush, speed. As a consequencd, sales peo- ple take pains to learn only the bare selling points’ about thelr goods— only those things which make for commercial value and utility. They seem to be interested in knowing only those practical things about their chandiso which will cause an immediate me customer to make ll very well, perhaps, Te 11 in selling, you pom- be familiar with all the your goods should ve success your stops there, i] We dwell on the price of butier as an example because there is The Jarr Fami a} no household rich or poor to which ninety cents a pound for butter We re i n ded By Sophie Irene Loeb | By Roy L. McCardell 2 x ‘ Copyr 191%, by The Press Publishing Co. (' New Yor Brenin, ‘orld i does not appear preposterous. Also because the light now thrown Are ¥ : Doi : ¥ : Bit ry This ee, Copyright, 1018, by The Praw Publishing Co. (The New York Brening World.) ' upon that price by the extra dividends of the creamery companies ia By Albert Payson Terhune i ou Doing Your Bil in This Great New York to| sometimes It Is Hard to Explain That Extra Bank Roll particularly timely and illuminating, Covyright, “1018, Vy The Vress Publishing Co, (The New York Bvening World.) Make the World Safe for Little Children? ‘“ me at the Hotel St. otherwise, down one bargain The price of butter, | ver, i Wee ‘o. 13—-THE THIRTY YEARS’ WAR, “ec HIS is one of the most bru To realize this is most important M Croesus," bad been Mrs after another, buying things she e price of butter, however, is but typical of ETE 1 se ; ney : hee + 8 “Mrs, | cannot atford for people who will not : , P ypical of many present price HIG is the story of a war which left Germany. pretty a man @ in @ great city like New York, where Jarr’y command rs, | cannot a 1 peor Jevels which American consumers are in danger of hay x much where the , ; , leave, t DEORE WAIN 8 Tit is said the people do not know the| Stryver, lke all rich people, doesn’t appreciate them, while her husband 4 ger of havin nposed re the present war is likely to leave her. It) weuta tike to t my |next:door nélabboreeand don't want)| believe th Christmas eitte 1) prov where is he? He wanders penniless, 5 7 | Wan & CObRicL th 2 i : ; y 4 ik i e J » n't want! believe in 9 tts. prom- Nh , mpon them and of accepting as appalling but inevitable, unless some | he Hf — ae Sahn aes 1618 to 1648 and ho chambers, strip you You|to, as a rule. In smaller places this | ised to go with her to this meeting unhappy. see her : was fou . B B y na pO! eligion, a horse i) ity 7 ” 8. Soping- } ef the extra profits and dividends sprouting in the shadow of } ch allaia al bi ad peace a a with a horsewhiP| community interest le, of course, lot the Spugs. ! Harta eee 4 ‘ g iadow of these is known to history as “The Thirty Years’ War for bout tw! more prevalent, but in the congeste So Mr, Jarr dropped in » ibutor to the towering prices are disclosed. | The war began in Germany, One by one other hours. I know of areay we are so busy that we have |tered Mr. Frederick Fosd Spugs, and a murmur of appro ms | nations were drawn into it until almost all the civilized no punishment | iittle or no time to note what is going | the chairman, clapped his hands to- | {Tem the Ve aye bevel gd rsih ; ; world was fighting and suffering too severe for 4!on in our immediate vicinit lisathas for attention, And che. mame | (Sb Ne tac.maes GN CrAloricnl ee L f your s by . strike. ) etters rom th e P eop le A quarrel between two religious sects in Northern OF °¥ And thus, hundreds of children ure! bers and sympathizers of the Sock |e a dick putts passcd SGive Unorganized Labor # Voice.” who was one of * and Southern Germany started in 1618 and led at once | vr iese words mide {0 suffer at the hands of cruel! cty for the Suppression of Uselers) ost ind Mr, Jarr with encourag- : os Beiter o Toe Umning Wer | Wowlan hace anette nee ie | + to arms, At the same time Bohemia sought to throw : mors parents or guardians, I wish it could Christmas Giving directed thelr gaze |e ens such us "Let the goed wore saw your splendid editorial, “Give | sick organization. ' *loff the Austrian yoke, The North German states backed the Bohemian cis Mancuso, in\or mpressed upon those who know at the platform, | go on!” and “Every little helps!” ar Unorganized Labor a Voice,” and also) nen again | have met Jots of “un- | cause ee Q Such cases that it is their civic! “Our speaker this afternoon has | vyre ¢ well who gives early 4 the letters wi . our | Runized labor in politic eu tees | tho Harlem Fo. | duty to seo that justice ts do nen | , nd ho ne 0 intro- rt 74 ee ayes appeared 1D your! am free to way they mrt ag taj t| A North German and Bohemian force invaded Austria and threatenea | eter lice Court, scored | the culprits would be peape: Tan Just arrived, and ho needs 0 $9170-/ Kop: up the fervor of those present tapue . a oe . is | oe : h iprit c s rt stion,” bega utts, e re ‘ 5 |the most arrovant and insolent of ali| Vienna, Bad weather rather (ban Austrian prowess drove this army back|a father who had beaten a baby, | suffering su | duction,” began ir a! and their pocketbooks open p y (teri Metieve me, the condition of things | the factions that make ts 1 ; BR Ba Yed: Chatraan: Hite name ia @ bousee| ana with wuch urging to back : ie Fegards valaries in the Navy Yara|Party. I cun justly say ty palit i when victory seemed at hand & few months old, with a leather! A few days ago a prominent woman hold word, As Secreta t-Large of | opr ne bs h such urging te A ? : fi > a|P ’ ’ att ah i ; . , 0 a, § a ° jefforts, the chairman returned to th t fe Yerrible and unbelicvadie, particu- | sho tt Http of them Knew more! ‘Then the Emperor of Germany attacked Bohemia and thrashed tho pis , lent that this | lt Me Of @ girl who works for her| the Lclectle League of Exoteric $o-| piatrorm with come th } ab : Ranga th s only by accident that this} whe f plat fo some J feriy in this department, All we men leaders, and the were atwolntiie ae rebels as well as their North German allies, These] g, see mandation was found. -It| 122, has been separated from her|ciology his momentous book, ‘Com-!mp Jarre afterward us t Get who have been here ten years and | eliable for their vote on election day \~ . % next obtained money from England and panane Wika forme avis brothers and sisters for years! ments and Compilations of Facts and /yi)i5 and silver. Wil . Pm is true in the % of to-day wisletyion 4 ; ad tormer cause the > | os Anat al § : { over, weed wien and families 10 8UP- | unorganized AS eee Leh 83) $ Germany Thrashes oldiers from Holland and Denmark and so tol whipped a r child, but was not! some pihedi ts mes opinion ef] Figures of Tribal Traditions’ will | ALA eave ania Ain GSaie aaah Port, who have faithfully served our! und it Is alse tree vn we "G1 S Rebels in Bohemia.$ bold their own aga: Imperial German armies. | ation, It 0 Has them in charge—an | thundering down the corridor of) 1146 conection from : eee ge CM REOUY earve and it airtba ate ann apinien thal (Hey Kea teilic ited took the collection from the collester, 1 Berean, nt subecribed to {nk home real suffering, and unfor. | tweens & Gens, Wallenstein and Tilly of the Imperivl armic vation officer, on @ Vislt] sy piend tel i BODETe tim 3 “to apply this fund to practical use, t ne bately (here In. pn eerahien ia , ‘ ; ho found the other|™%% friend tells me that this girl is; A polite pattering of applause fol- | P . : Selves into debt in order to pay for| Prowpect for them, but there la me thrashed the allies, includ the Danes, and Who foURG the Oher|s astbroken at the thous: DY 4 | Mr. Frederick Fosdick Mutts will ad them, is the same wage as is given|to blaine more than themselves n * | wre horrible crueities In the allied cities they captured. For ins 1 blue from the blows] ” at the thought of her/jowed us Mr. Futts paused for it.ja' o anite I seek out the wife fo girls just out of school, $3.68 per} My cundid udviee tone “g nitiet notherless brothers and sisters who! ang Mr. Jarr found himself taken by sdipatyel BP diem, equul to about $2 a’ conple of | th Y © each und all of} Tilly and his Germans besieged the city of Magdeburg, seizing the f Vane anastarad cand’ wt »Y lof the man T speak of and reason i oa ° 2 ple o' hem ts to Ket ane work Waele re eee 4 pals, ms ne i hnca thle monstane 1 pel! se and whom she cannot! the hand and being solemnly intr with her, and also while I help that PO Gur petitions are unhe: Pact \ Hy pve 6) things, pull alse estine ne " en the city’s 36,090 men, women rished to the full letter of the law, |S¢¢) Decause of the decree of some|quced as Prof. Benjamin Babcock}, f. I bid you good day,” heir own bene! id ad-| and children Til assacred more than 30,000 and raz agdoburg to | +7, 8 ion office man himself pid ye , up one a week axo und had it signed and they will not be ‘one in| ee i shies BND BRA: Feed HATIPHUNE’ 10 | To my, mind, thers 18 no punl TORE HABOR: OF0er: : Bannister. Hie departed after handshakings i utaen se ts ti ects wnined ne TON great enough for a man who st Oh, the sorrow of it all! How tm-1 age Japp didn't care. It was his|ang enthusiastic good wishes. And, ; the Navy, and our good friend tn Ti id ceo | ® RUNONAA apeSi ie SOG 25 SERCOIE hs lot onthe level of the brute $ BAD SOMe peuple seein to be. latternoon off, anyway, and one John |: fter culling up M.. John W. Rangle, Cominandunt held i ps Be an a aie | Geriman history." If the sume historian could read of hs’ exploits] Where Re beats a litte baby in My friend has taken @ personal w. Rangle had enticed him to belP/ang again securing his ald tn de Taped to forward it eee ie anie Baur hee ee | {a the present war be might consid u ) Jury almost Me does not belong in a civil. | Interest in the matter and she 1 GO- gestroy the last liquor store of a NON) «roving the last remaining liquor in gues, ate practically starving, 1 3 a)” Your editorial on unorganized taboe | MereHful by contrast country, He Bas eoused to be/ing to get results, The little family’| producing nation, Mr. Jarr didn't] 4 fro tand, he returned home and SE tn civiitvation wi we ts certainly Very wnuning to a treat t when the allies were abou Imperial power a n Will be united by an arrangement to inow why he had been mistaken for| po prouched a contrite wife, Side With Us, und in the name of Pans of ua It Ike a person stands | ne ment caine to thelr aid, Gus of Swedan, Jo he commended ia. the:person: who | be toage:s0r tnoiy wel rare, |a speaker invited by correspondence, |. eoreottul woman,” he eald y bringing oUF case | the atreet een ee et, otberH oUt In| the allunee. He not only wanted to logue gaee nd the affair and reported it. his woman has gone out of her|while Prof. Bannister, the missing! 1 0M ei. x i NAVY YARD CLEIE Some & pity to see them pet, | #s Browing strength and to gain « eden on the Bultic| Ms article ix written in jWay to see to this, But what a sat- | was doubtless on a belated train peas al ou ae ha oe (a Sl EAR ae he “ at 4k Gnd Oveur to | COmBt that all such criminals will be b isfaction to her to know that she; “Mr, Chairman, ladies and gentle- y et? ° th to come in out of the| Gustavus Adolphus and bis Sw carried ything before them,|to justice, has been responsible for the happl- men,” began Mr. Jarr, “your invitation | + Meeting of the Bociety to Suppress : Bees eens of Te binning werg Dee hance ea orate They det uted Tilly, near Lelpsic, and swept all opposition from their path.| I know of another child who suf-|ness of watts who, through no fault to address you Is appreclatéd, You | Useless rapier nd while you forget oc ar Vnorgur ined 1 re uae? te vale es ; hey ore 4 ye the Be n “\ sith t sth ‘ mnger sf n A But t defeated | fered for months at the hands of d of theirs, Pave been subjected to sep-|find me the uncompromising foe to a) Sati hi eh me Ung ond 7 de~ : J your correspondents’ let A oe t o|h uh feartu and | ad on iold of bit Veliwasent ADWS/ARILhISs Of the N Guneninel ! Sasa > sh. But is there| Voted husband amid the lure gad ene Ge ccess’ cunsent ae w now of Any profession oF | : Bi BYR areerigee : raved pau aration and sufering! juseless giving as such, But is ther r nor stain 1 a mighty force, next o phus athens : | ‘ : ite ticement of the holiday goods ée- and ~ fare app A r ave ieee aver iar US Atl neighbor w Hut the When talk about making the any such? At this season of the year | ” ) Moubtedly by thousands « ferer if wall tha’ wth bencemmrereerenenbn, vi more devisively ‘nn wens loath to y went | world s nything we had better |the insidious habit of giving Christ-|Partinent, T am eloquently pleading Oder present condi But ju rinte ull a mat ever : ea eal ary th a n first consider the one element neces- tts ndermining the whole| With the Useless Givers to da geome tame, they ure the harde printed but did not belong tot Swedes Routed This victory, how cost. Mor| 7 , ausyrihe personel equetioneethe pore | See uve, e, unaermining: the whole) Te civing, Horo ia the Ferait of Bat people *0 get to try and heip them- | jawoy ty UNUN YOu Would not be Tilly's Army w gallant Gustavu 1 in the anieinone : ‘al interest—the personal touch, __ |##amework of society. bs i > selves. mas pramiont | Guennnananannnnarcny bit His Swede to a © death of | Winally, it was t Money cannot buy the glow of Let me cite you & case from roal|™y Perfervid and compelling rhetorte gome years when somewhat of| asst Orange, NAyUNION MAN thete adored King by ing Bavaria and rival- fof a young girl a servant in one of |gladness that comes to the spirit of |jife,” said Mr. Jarr, gracefully push-|~thirty fish. If you buy me a smoa- Bp cewenizer, ine concern of wor Be SEB ing the Austro-Cermane, test deeds uf murderous barbat They'| the peighvors' famnilic the mat. [him or her who has stopped In hly| ing nis collar back In piace with onc] ing set or a smokin Jacket—or anye i 0 very vines Navy Men to stlek,! devastated Huxony and ‘I ingia and then overwehimed the King of Dens |ter reported, the runisned | CHete of She pb y and has get) 01 ici voop| thing to smoke with, or buy it o among them t as To the Editor of The Kvening World | mark, who had gone oy ) the Imperial standard eden |) ported, t punished | something right that was wrong, os- jhand au be made an oratorical swoop | thing to sm Felker Fone Stand in which every one DD watt ‘i . Darina Tha Uwnce and Tana had Resist ; nd the little child saved from fursh- |} eciully in the direction of belptess| With the other, “I shall not go far} mart of it, we part forever, and T £0 were identic: ar > Naval ‘Ressiee inn ee es DeLay ek Cee TRIN eebte LVR Ed Ue eras Cae An ABO YIOIRNOS, little dependents afield to cite the evil aftermath of| off to the wary to join the Y, M,C, mere simyle aahve ned the N. RF. on Aprilltime. Pieters ge wvarla and Saxony for a second) y wish it were possible for every a tWe gift madness that now sweeps the|A.!” And so saying, he sobbed and . Sige ons : ad di 1 two trips across lig’ dn: the sous Oh Hine the war dousnt If out, until, through sheer |PErsen (© reflect on this case, for it] FACTS WORTH REMEMBERING, |!and than fell asleep on th fa, housand and one objections there | § Hear veneg called UP. Ho! fatigue, all parties agreed to end It, Peace terms were patched up, every |answers th st ‘Am I my] Sediment carried out to sea by the} “I know a man—TI know him per- Now, I wonder how mu [ae nothing doing, and, as uecal in| ted setting $14 mat: | warring nation seeking what it could for itself—-and Germany, perforee, | brother's keeper Amazon River can be detected 100) sonally, intimately—nay, I know no/inally had and how he eoncerns that kind ’ ut | more wants to get out. fe | Paving the bill If people would only rea that} Miles from | one better—who this very day has| Mrs. Jarr, as she gazed in astonish= Mt Hime Wefore & case urine, when And 0. 8'Ne too yee | ‘The war ended in 1648, leaving Germany a total wreck, For nearly al they are their brother's keepor—wiore| my myer igns | been parted from a he dearly| ment at the $80 in small Dilla and feee® maticr of charity to chip in !aig V yearn; do it und don't | Century thereafter the German people felt the crushing effect of this con-| he is a weak brother, as in the easel from’ 10 to 43, ounces; eat awereRe ‘loves by this deplorable practice, At| currency he had haiided her in bis Pel . w squeal, aw. | Bict which they (or their rulers) had brought on, of the little ene, woman's from & to 10, this moment that wife, estimable’ hat,